Thu.May 21, 2020

4 Ways Inside Sales Can Enhance Customer Experience

Sales Benchmark Index

Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.

Sales Growth Strategies for CEOs Right Now

Alice Heiman

As a founder and leader, when was the last time you thought about sales strategy? T he CEOs we work with aren’t focused on making necessary changes to grow sales right now. A re you? .

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Bouncing Forward: Summon Resiliency in Sales

Engage Selling

Recently, I interviewed my good friend, Richard Citrin, author of Strategy-Driven Leadership and The Resilience Advantage. We talked about how resiliency—what he describes as the ability to “bounce forward”—is a hardwired resource in all of us.

Virtual Post Sale Client Abandonment is not a Novel Scenario

Babette Ten Haken

There’s nothing novel about virtual post-sale client abandonment. Upon consideration, you realize your company’s been doing this for years. In fact, virtual abandonment is a key component of “business as usual.”.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Staying Focused During These Times

Engage Selling

What are you doing to stay focused during these times? Right now, it can be easy to give into the negativity of everything going on.

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6 Mistakes to Avoid in Your Inbound Lead Follow-Up

Sales Hacker

When inbound sales and marketing works, it’s great. It’s easy, it scales well, but by definition it puts a lot of the process out of your hands. That can lead to a lot of opportunities for things to break down and for buyers to fall through the cracks.

5 Quotes About the Impact of Your Attitude

KO Advantage Group

quotes inspire attitude

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What’s your Sales Expiration Date?

RingDNA

Pick up nearly any food product you can find on the shelves of your local supermarket and it will be stamped with an expiration date. Best-by date. Or sell-by date.

How to Bottle and Distribute ‘Beginner’s Luck’ in Challenging Times

Allego

During challenging times, sales reps need to tap into the collective wisdom of their peers and other subject matter experts. Veteran salespeople who have worked through previous downturns can reassure newcomers that this too shall pass.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Behind the Numbers: How Leading Tech Firms Improve Their Customer Experience Metrics

Miller Heiman Group

Solving customers’ problems is table stakes in the technology industry: customers simply expect field techs and service reps to, for example, be able to install or repair equipment. It’s hard to dazzle customers by fixing something really, really well.

Banish Magical Thinking: The Truth About Shortcuts in Selling (Summit Replay)

Sales Hacker

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder and CEO of social centered selling, Barbara Giamanco, shows us that there are no shortcuts in selling. Sadly, Barbara passed on from our community on May 20, 2020.

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This Is What Your Referral Program Is Missing

No More Cold Calling

Do you know your referral gap quotient? Steve had a referral program. (Or Or so he thought.) He proudly told me that 30 percent of his company’s business came from referrals. How did that happen?” I asked. He explained that whenever clients moved to a new company, they always brought his team in.

Are You Getting the Most Out of Your Sales Data?

Pipeliner

The sales department sits at the center of a company’s ability to generate revenue and grow. Small and medium-sized businesses depend critically on their sales departments in order to compete against the competition.

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The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

How Troops helped Stack Overflow cut deal approval times by 93%

Troops

Stack Overflow is the largest and most trusted online community for developers and technologists, with more than 50 million unique visitors each month.

The Superpower of Executive Engagement

Xvoyant

By Rob Jeppsen and Steve Jensen. 5 min read. Great sales leaders engage differently. They don’t rely on spreadsheets or “armchair quarterbacking.” The most effective sales leaders are actively involved: They know each member of their team, and more importantly, they know what drives each individual.

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Using Digits-To-Widgets™ with Homeowners

Selling Energy

Imagine you're going to sell an energy efficiency upgrade to a homeowner, and you're going to save them some serious money. How do you make that compelling and emotional? As true sales professionals know, the promise of saving money rarely spurs a prospect into action.

8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples

Zoominfo

BASHO emails are alive and well—and thriving. They’re a critical part of personalized prospecting and account-based strategy. But to crush cold email outreach, you have to do it right.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Acting On Purpose

Partners in Excellence

“Purpose” is a foundational principle for success, yet we pay little attention to it. In times of crisis, purpose and purposefulness is how we navigate risk and uncertainty.

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What is Business Analytics?

Accent Technologies

The post What is Business Analytics? appeared first on Accent Technologies. Uncategorised

Addressing the Impact of COVID-19 on Sales Compensation

Canidium

The effects of COVID-19 on the business; including travel restrictions, loss of clients, and furloughs, have had a noticeable impact on sales. Unfortunately these disruptions will likely will continue well into 2021. Sales operations professionals are having to adapt across many industries.

3 Techniques That Will Transform Your Deal Execution

Sales Hacker

The post 3 Techniques That Will Transform Your Deal Execution appeared first on Sales Hacker. Do Not Use Webinars

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How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

COVID Layoffs are obsoleting existing B2B lists & draining sales energy

eGrabber

By Chandra Bodapati, CEO, eGrabber Inc., May 2020. Why DiscoverOrg lists are losing value – and what you could do about it. Did you know with COVID layoffs, pre-built lists from DiscoverOrg and others are losing value? 35 Million jobs in America have been wiped off as of May.

Sales Challenges Facing Salespeople

The Digital Sales Institute

Sales challenges facing salespeople have been greatly increased due to remote selling, the hard to reach buyer plus the impact of social media on the sales process. Today more than ever, the balance of power is in the hands of the buyers.

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COVID Layoffs are obsoleting existing B2B lists & draining sales energy

eGrabber

By Chandra Bodapati, CEO, eGrabber Inc., May 2020. Why DiscoverOrg lists are losing value – and what you could do about it. Why DiscoverOrg lists are losing value – and what you could do about it.

From Stores to Screens

Atlatl Software

Marketing historians could walk you through a timeline of how buyers have evolved over time. From our early days of bartering to today’s one-click mindset, we have traversed a broad path in our journeys as consumers.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Why DiscoverOrg & other list vendors are losing value – and what you could do about it

eGrabber

By Chandra Bodapati, CEO eGrabber Inc, May 2020. COVID Layoffs are obsoleting existing B2B lists & draining sales energy. Did you know with COVID layoffs, pre-built lists from vendors like DiscoverOrg are losing value? 35 Million jobs in America have been wiped off as of May.

Qualify Out or Win

Infoteam Consulting

Working at the coal-face with clients has recently highlighted two significant deficits: Sales Management Proposals and RFPs Mindset

Why DiscoverOrg & other vendor lists are losing value – and what could do about it

eGrabber

By Chandra Bodapati, CEO eGrabber Inc, May 2020. COVID Layoffs are obsoleting existing B2B lists & draining sales energy. Did you know with COVID layoffs, pre-built lists from vendors like DiscoverOrg are losing value? 35 Million jobs in America have been wiped off as of May.